| What is The Role of the Sales Force? | Linking the company with its customers and coordinating marketing and sales. |
| What is the goal of every marketing activity? | To create customer value, engage customers and build customer relationships. |
| What are the 6 Major Steps in Sales Force Management? | 1. Desiging sales force strategy and structure.
2. Recruiting and selecting salespeople.
3. Training salespeople.
4. Compensating salespeople.
5. Supervising salespeople.
6. Evaluating salespeople. |
| What is Territorial Sales Force Structure? | A salesforce organization that assigns each salesperson to an exclusive geographic territory in which that salesperson sells the company's full line. |
| What is Product Sales Force Structure? | A salesforce organization in which salespeople specialize in selling only a portion of the company's products or lines. |
| What is Customer (market) Sales Force Structure? | A salesforce organization in which salespeople specialize in selling only to certain customers or industries. |
| What are 4 Elements of Compensating Salespeople? | 1. Fixed amount (salary).
2. Variable amount (commission or bonuses).
3. Expenses.
4. Fringe benefits. |
| What is Social Selling? | Using online, mobile, and social media to engage customers in building stronger relationships. |
| What are the 7 Steps in the Selling Process? | 1. Prospecting and qualifying.
2. Pre approach.
3. Approach.
4. Presentation and demonstration.
5. Handling objections.
6. Closing.
7. Follow-up. |
| What is Sales Promotion? | Short-term incentives to encourage the purchase or sale of a product or service. |
| What are the Sales Promotion Objectives? mention 3 | 1. Short-term customer buying or boost customer-brand engagement.
2. Getting retailers to carry new items and more inventory.
3. Generate business, stimulate purchases, reward customers. |
| What are the 4 Major Sales Promotion Tools? | Consumer promotion, trade promotion, event marketing, and business promotion. |
| What is Consumer Promotion? and give an example. | Sales promotion tools such as coupons, refunds, samples. |
| What is Event Marketing? | Creating a brand-marketing event or serving as a sole or participating sponsor of events created by others. |
| What is Trade Promotion? | Sales promotion tools used to persuade resellers to carry a brand and promote it in advertising. |
| What is Business Promotion? | Sales promotion tools used to generate business leads and stimulate purchases via conventions and trade shows. |
